Inbound marketing may not be as effective after all...if you want your company to truly impact the purchasing decision of your business leads, that is. But if you're happy simply having a steady flow of business sales leads, then inbound marketing is not a bad choice.
However, for those who want to earn more profits for each business sales lead, opting for outbound marketing methods is the way to go. Here are the reasons why:
Inbound marketing
While lead generation firms utilizing inbound marketing strategies lead to effective b2b appointment setting campaigns, there is one caveat about this marketing strategy. Because your business leads are already well into the sales process of their own initiative, they have already formed and decided upon their own expectations about what solutions will answer their needs and how much this solution will cost them. Because of this, your sales representatives will have little capacity of persuading these b2b sales leads to purchase a product or service of higher price, even if it offers more benefits for the lead in the long run.
Outbound marketing
B2B leads generated through outbound lead generation such as b2b telemarketing, on the other hand, places your sales representatives in the ideal position of guiding a b2b lead from identifying the need to finding a solution. Because your b2b sales leads have not yet decided upon a definite solution for their problem, they are still open to any suggestions that your sales representatives may give them. Which means they are more willing to try out products and services that have higher value, and consequently, a higher price. Aside from this, having your sales representative present at the beginning of the sales process will help you b2b leads identify your company or business as an effective provider of solutions, thereby cementing your brand as a reliable company.
If you want to increase your profits for each b2b lead that is generated, consider hiring an experienced outbound b2b telemarketing company to perform your lead generation processes. These firms employ professional b2b telemarketers who are able to generate highly qualified b2b sales leads for your company and also perform additional functions such as b2b appointment setting and data profiling services.
